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Strategic Negotiations: A Theory of Change in Labor-Management Relations [Hardcover]

Richard E. Walton (Author), Joel E. Cutcher-Gershenfeld (Author), Robert B. McKersie (Author)

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Book Description

Publication Date: August 1, 1994

"Strategic Negotiations" examines the current changes in labor-management relations. The authors identify and explain three key negotiating strategies: forcing change, fostering cooperative attitudes and solutions, and escaping the relationship. They illustrate how these strategies succeed or fail in real organizations, by drawing on in-depth examples from 13 companies in 3 industries: pulp and paper, railroads, and auto supply. The resulting theory has broad implications for strategic negotiations in many settings.

#outer_postBodyPS { display: none; } #psGradient { display: none; } #psPlaceHolder { display: none; } #psExpand { display: none; } "Strategic Negotiations" examines the current changes in labor-management relations. The authors identify and explain three key negotiating strategies: forcing change, fostering cooperative attitudes and solutions, and escaping the relationship. They illustrate how these strategies succeed or fail in real organizations, by drawing on in-depth examples from 13 companies in 3 industries: pulp and paper, railroads, and auto supply. The resulting theory has broad implications for strategic negotiations in many settings.

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Editorial Reviews

About the Author

Since 1984, Harvard Business School Press has been dedicated to publishing the most contemporary management thinking, written by authors and practitioners who are leading the way. Whether readers are seeking big-picture strategic thinking or tactical problem solving, advice in managing global corporations or for developing personal careers, HBS Press helps fuel the fire of innovative thought. HBS Press has earned a reputation as the springboard of thought for both established and emerging business leaders.

Product Details

Hardcover: 400 pages
Publisher: Harvard Business Review Press (August 1, 1994)
Language: English
ISBN-10: 0875845517
ISBN-13: 978-0875845517
Product Dimensions: 9.6 x 6.5 x 1.3 inches
Shipping Weight: 1.6 pounds (View shipping rates and policies)
Amazon Best Sellers Rank: #2,257,620 in Books (See Top 100 in Books)

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› Visit Amazon's Richard E. Walton Page

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Inside This Book (learn more)

First Sentence:
What are management's objectives, and how are they driving the change processes we want to understand? Read the first page

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Packard Electric, Anderson Pattern, Adrian Fabricators, Boise Cascade, United States, New York, Union Pacific, General Motors, International Paper, Budd Company, New Deal, Anil Verma, Champion Paper, Department of Commerce, Behavioral Theory of Labor Negotiations, National Mediation Board, Association of Muskegon, Commissioner Power, Florida East Coast, Kansas City, Management Labor, Upjohn Institute, Automotive News, Basic Books, Burlington Northern

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Citations (learn more)

This book cites 33 books:

Challenges and Choices Facing American Labor by Thomas A. Kochan on page 21, page 62, and page 165
Manager as Negotiator by David A. Lax in Front Matter, page 63, and page 64
The Transformation of American Industrial Relations (ILR paperback) by Thomas A. Kochan on page 62, page 65, and page 164
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher in Front Matter, page 37, and page 63
Breaking The Impasse: Consensual Approaches To Resolving Public Disputes by Jeffrey Cruikshank in Front Matter, and page 63

See all 33 books this book cites

20 books cite this book:

An Introduction to Collective Bargaining & Industrial Relations by Harry Katz on page 217, and page 263
The Betrayal of Local 14 (ILR Press books) by Julius G. Getman in Back Matter (1), and Back Matter (2)
The Human Side of Enterprise, Annotated Edition by Douglas McGregor on page 47, and page 58
Forging Business-Labour Partnerships: The Emergence of Sector Councils in Canada by Morley Gunderson on page 207
Dewey on Democracy by William R. Caspary in Back Matter

See all 20 books citing this book

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